Director, Software Buying Program Sales And Strategic Engagement Team – Japan

Director, Software Sales Japan

The individual leads a high-performing team responsible for driving growth across Cisco's software portfolio in Japan through innovative buying programs (enterprise agreements, consumption models, renewals, usage-based licensing) and strategic pursuits. This pivotal leadership role combines vision, execution, and people management, orchestrating cross-functional collaboration to deliver transformational customer outcomes, accelerate software adoption, and build long-term strategic relationships with Japan's leading enterprises.

The Director is accountable for setting and executing sales strategy, overseeing large-scale, complex deal pursuits, and ensuring Cisco's software commercial models align with both local market needs and global standards. This leader will cultivate executive customer relationships, mentor and develop sales talent, and ensure operational rigor and excellence across the buying program and strategic engagement functions.

Strategic Leadership & Team Management

• Lead, coach, and develop the team, fostering a culture of high performance, consultative selling, and collaboration.
• Define and communicate vision, strategy, and objectives for software buying program growth and strategic pursuit excellence in Japan.
• Build talent pipelines, succession plans, and ensure robust onboarding and ongoing development for team members.

Sales Strategy, Execution & Pipeline Management

• Develop and execute comprehensive sales strategies to drive revenue growth through software buying programs, including volume licensing, enterprise agreements, and consumption-based models.
• Be responsible for the full sales lifecycle for large and strategic deals: opportunity identification, solution design, value articulation, negotiation, closing, and adoption.
• Ensure meticulous pipeline management, accurate forecasting, and deal quality across the team.

Strategic Engagement & Complex Pursuit Leadership

• Personally lead or support high-value, non-standard, and complex sales pursuits, partnering with account teams and executives to structure, govern, and progress deals from qualification to closure.
• Apply best-in-class pursuit governance frameworks, ensuring disciplined execution, effective risk management, and clear value propositions.
• Drive executive engagement with senior customer stakeholders (CIO, CFO, CTO), positioning Cisco as a trusted advisor and orchestrating cross-functional alignment.

Customer Value & Commercial Innovation

• Champion value-based selling approaches, employing ROI/TCO models and business case development to ensure alignment between customer business outcomes and Cisco's financial goals.
• Localize global buying programs for the Japan market, influencing product and licensing roadmaps to fit customer requirements and competitive dynamics.
• Be responsible for adoption, consumption, and renewal motions, partnering with Customer Success and Renewal teams to improve customer lifetime value.

Cross-Functional & Ecosystem Collaboration

• Orchestrate collaboration across internal functions (Pre-sales, Services, Customer Experience, Finance, Legal) and external partners (resellers, SIs) to deliver integrated solutions and commercial innovation.
• Ensure consistent sharing of best practices within the Japan team and across Cisco's global sales community.

Market & Competitive Intelligence

• Maintain deep awareness of market trends, competitive landscape, regulatory changes, and procurement practices relevant to software sales in Japan.
• Provide strategic input to leadership on pipeline trends, market opportunities, and sales process enhancements.

Minimum Qualifications

• 12+ years of enterprise software sales, strategic pursuit, or IT solutions experience, including 5+ years in leadership roles leading high-performing teams.
• Demonstrated track record of leading and closing large, complex, multi-stakeholder software deals (enterprise agreements, volume licensing, consumption models) in Japan.
• Deep knowledge of software licensing, SaaS, subscription models, and commercial constructs, with experience localizing global programs.
• Demonstrated experience engaging at executive level (CIO, CFO, business unit leaders), influencing cross-functional stakeholders, and leading strategic relationships.
• Strong financial foresight (TCO/ROI modeling, business case development).
• Native-level Japanese; business-level English.

Preferred Qualifications

• Experience at a global technology company, preferably in the Japan enterprise market.
• Exposure to cloud, cybersecurity, networking, or digital transformation environments.
• Existing executive relationships in major Japanese enterprises.
• Experience with strategic pursuit methodologies and deal governance frameworks.
• Background in consulting, complex deal support, or transformation leadership.
• Experience running pipeline, forecast accuracy, and sales operations discipline.
• High proficiency in CRM tools (e.g., Salesforce) and Microsoft Office (Excel, PowerPoint).